Vice President of Sales - IT & Cybersecurity MSP / MSSP

ABOUT THE COMPANYThe Company is a U.S.-based, SOC 2 Type 2-certified Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) headquartered in Livonia, Michigan, with over 20 years of experience protecting businesses across the Midwest and nationally. Our security-forward managed IT platform delivers comprehensive solutions spanning Managed Detection and Response (MXDR), 24x7 Security Operations Center (SOC) monitoring, Endpoint Detection and Response (EDR), Zero Trust Application Management, vulnerability and network monitoring, compliance management, and full-spectrum IT support. We serve organizations in manufacturing, financial services, legal, healthcare, and defense contracting — guiding them through frameworks including SOC 2, NIST, CMMC, PCI DSS, and CIS. At the Company, we don't just manage technology — we build lasting security partnerships that let our clients grow with confidence.POSITION SUMMARYThe Company is seeking a dynamic, results-driven Vice President of Sales to lead and scale our revenue organization. Reporting directly to the CEO, this role owns the full sales lifecycle — from market strategy and pipeline development through deal closure and long-term client retention. This is a player-coach position: the successful candidate will carry a personal quota while building, mentoring, and leading a high-performing sales team aligned to the TruMethods Outside Sales Framework.The ideal candidate operates from the TruMethods principle of Belief + Process = Success — grounded in genuine conviction in the Company's managed security offering and committed to executing a disciplined, repeatable outside sales process. This is not a transactional role. We are looking for a consultative leader who understands that MRR growth is driven by the formula: FTAs x Close Ratio x Average MRR — and who knows how to move all three levers.KEY RESPONSIBILITIESSales Leadership & StrategyDefine and execute a go-to-market strategy aligned with The Company's target verticals (manufacturing, legal, financial services, healthcare, defense contracting) and service tiers (Managed Service Core and Managed Service Advanced), anchored in the TruMethods Outside Sales Framework.Own and exceed monthly recurring revenue (MRR) growth targets and new logo acquisition goals, managing performance against the TruMethods MRR formula: FTAs x Close Ratio x Average MRR.Develop a scalable, repeatable outside sales process — from prospect database management through First-Time Appointment (FTA), CSRA consultation, solution presentation, SOW development, and close.Collaborate with the executive leadership team to refine pricing strategy, service packaging, and market positioning, ensuring the Company's Super Power is clearly defined and consistently communicated in every sales interaction.Outside Sales Process Execution (TruMethods Framework)Build and actively manage a tiered prospect database — moving companies from Suspects to Prospects to a curated Warm 250 list — and hold the team accountable to weekly Prospect Business Report (PBR) discipline.Lead every First-Time Appointment (FTA) with a clear objective: identify the core business decision the prospect must make and gain mutual agreement before advancing the opportunity. Goal — qualify out bad fits early; protect time and close ratio.Coach and model the five TruMethods outside sales techniques: Paint a Picture (contrast current results with what a proactive managed security partner delivers), The Issue's Not the Issue (redirect prospects from symptoms to flawed process), Let Them Sell You (use curiosity and questions to lead prospects to their own decision), Don't Sell Like You're Holding an Egg (ask the tough questions without fear of losing the deal), and Find the Core Business Decision (surface and confirm the single decision that will determine the outcome).Drive lead generation through a disciplined mix of warm lead sources — Centers of Influence (COIs including CPAs, attorneys, and insurance brokers), referral programs, association memberships, and strategic cold outreach — with a defined weekly activity goal for each salesperson.Maintain control of the sales process at every stage, ensuring the team can accurately forecast closings 30 and 60 days out via consistent PBR reporting and weekly sales accountability meetings.Team Development & ManagementRecruit, hire, and develop a best-in-class outside sales team — Account Executives, Business Development Representatives, and pre-sales technical resources — selecting candidates who share the Company's belief in its offering and can master its outside sales process.Establish clear KPIs tied to the TruMethods framework: weekly FTA goals, close ratio targets, average MRR per deal, PBR completion, and Warm 250 pipeline health.Conduct weekly structured sales accountability meetings to review activity metrics, pipeline movement, FTA outcomes, and MRR progress — reinforcing process discipline and removing obstacles in real time.Foster a culture of accountability, integrity, and belief — consistent with TruMethods' principle that sustained process execution, not tactics or tricks, drives long-term MRR growth.Partnerships & Channel DevelopmentBuild and manage strategic alliances with technology vendors, VARs, and referral partners aligned to the Company's security portfolio — Microsoft 365, next-generation antivirus and EDR platforms, SASE solutions, email security, and dark web monitoring tools.Develop a formal COI and referral partner network — CPAs, attorneys, insurance brokers, and industry associations — as a primary warm lead source consistent with the TruMethods outside sales lead generation model.Represent the Company at Michigan and regional industry events, manufacturing association conferences, and cybersecurity forums to generate Warm 250 pipeline and elevate brand presence.Leverage the Company's CMMC Registered Practitioner Organization (RPO) status as a Super Power differentiator when engaging defense contractors and government supply chain clients.Cross-Functional CollaborationPartner closely with SOC leadership and managed IT operations to ensure smooth client onboarding and handoffs from sale to service delivery, protecting the client experience that drives referral pipeline.Work with the marketing function to develop demand generation campaigns, case studies, and sales enablement materials that warm the prospect database and support outside salespeople at each stage of the TruMethods funnel.Provide voice-of-customer insights to service leadership to inform the evolution of the Company's Managed Service tiers, security services portfolio, and compliance offerings.QUALIFICATIONS & REQUIREMENTSRequired Experience & Education7+ years of progressive sales experience in IT managed services, MSSP/MSP, cybersecurity, or technology solutions.3+ years in a sales leadership or management role with demonstrated success building and scaling teams in a recurring-revenue environment.Proven track record of meeting or exceeding MRR growth targets within an MSP or MSSP context — with the ability to articulate results in terms of FTAs, close ratio, and average deal size.Deep familiarity with the TruMethods Outside Sales Framework or equivalent MSP-specific sales methodology (TruMethods training/certification is a strong plus).Deep understanding of MSP/MSSP business models, service delivery economics, and the consultative outside sales motion required to sell security and compliance solutions.Working knowledge of the Company's core service areas: managed detection and response (MXDR), EDR, SOC monitoring, Zero Trust, vulnerability management, dark web monitoring, MFA/identity management, email security, phishing simulation, and security awareness training.Familiarity with compliance frameworks: SOC 2 Type 2, NIST CSF, CMMC, PCI DSS, and CIS benchmarks.Experience selling to mid-market organizations in manufacturing, legal, financial services, healthcare, or government contracting verticals.Bachelor's degree in Business, Marketing, Information Technology, or a related field.Preferred QualificationsHands-on experience executing or managing to the TruMethods Outside Sales Framework, including FTA methodology, PBR discipline, Warm 250 management, and COI lead generation.Established network of IT directors, CISOs, CFOs, and business owners in the Michigan and Great Lakes region.Familiarity with the Michigan manufacturing sector and the CMMC/DFARS compliance landscape for defense contractors.Experience with ConnectWise, HubSpot, or Salesforce CRM platforms in an MSP/MSSP environment.Vendor certifications or partner credentials with Microsoft, leading EDR vendors, SASE providers, or email security platforms.CISSP, CompTIA Security+, or equivalent cybersecurity credential is a plus.MBA or equivalent advanced degree is a plus.Core CompetenciesBelief + Process = Success mindset — genuine conviction in the Company's managed security offering combined with the discipline to run a structured, repeatable outside sales process every time.Consultative selling instinct — ability to Paint a Picture for prospects, redirect them from symptoms to process issues, and let them sell themselves through skilled questioning.FTA mastery — enters every first-time appointment with a clear goal of identifying the core business decision, qualifying fit against the Ideal Customer Profile, and maintaining process control without fear of disqualifying poor-fit prospects.Executive presence with the ability to translate complex cybersecurity and compliance concepts into clear business risk language for non-technical buyers.Data-driven MRR focus — manages to the formula (FTAs x Close Ratio x Average MRR) and coaches the team to do the same, with disciplined PBR reporting and weekly accountability.High integrity, competitive drive, and genuine passion for helping Michigan businesses stay secure.